Tag: Main Episode

Guest Expert: Derek White, Founding Member & Chair of C.O.R.A. (Council of Responsible AI), joins Jade Terreberry to explore what responsible AI adoption looks like for automotive dealers today. Derek breaks down the importance of ethical guardrails, unified data practices, and accountability as AI becomes embedded across marketing, CRM, and inventory workflows. He also shares what dealers should be watching for—from conversational AI to emerging risks like shadow AI—and why the right governance and partners will be critical to long‑term success.

Guest Expert:
Derek White
Founding Member & Chair
C.O.R.A.

Top Takeaways:

1. Responsible AI needs clear guardrails—not guesswork.  As AI adoption accelerates across the automotive industry, Derek emphasizes the need for ethical frameworks, accountability, and shared standards to ensure AI is used responsibly by dealers, manufacturers, and partners.
2. Unified data practices are foundational to AI success.  Without clean, governed, and centralized data, AI tools can introduce risk—especially around PII and compliance. Derek stresses that dealers must establish core processes and policies before scaling AI across their operations.
3. Shadow AI and fraud are real risks dealers must address.  From employees using personal AI tools to bad actors posing as customers, Derek warns that unmanaged AI usage can create serious vulnerabilities—making fraud prevention and data protection critical first steps.
4. AI is reshaping how dealers engage shoppers and manage operations.  Conversational AI, large language models, and real‑time data are now enabling end‑to‑end customer journeys—from engagement to appointment setting—driving efficiency across CRM, inventory, and marketing workflows.
5. The dealers who ease in thoughtfully will win long‑term.  Rather than chasing every shiny new tool, Derek advises dealers to start small, invest in training, choose the right partners, and build a culture of responsible AI adoption to stay competitive as AI becomes table stakes.

Timestamps: 

0:00 – 1:07 – Introduction

Jade Terreberry opens the episode, recorded live from NADA 2026, and welcomes Derek White, Founding Member & Chair of C.O.R.A., setting the stage for a conversation centered on AI and the industry’s responsibility to use it wisely.

1:07 – 2:30 – What Is C.O.R.A. and Why It Matters

Derek explains the mission of the Council of Responsible AI, outlining its role in establishing ethical guidelines, best practices, and guardrails to help dealers and partners adopt AI responsibly.

2:30 – 3:50 – Accountability, Ethics, and Data Governance

The conversation turns to accountability in AI usage, with Derek emphasizing unified data processes, PII protection, and the importance of clear internal policies before scaling AI across a dealership.

3:50 – 5:25 – AI Trends Dealers Should Be Watching

Derek shares what’s dominating conversations on the show floor, including conversational AI, large language models, generative engine optimization, and the growing need for fraud and identity protection.

5:25 – 6:54 – Avoiding Shadow AI and Operational Risk

Derek discusses the risks of unmanaged AI usage—such as employees using personal AI tools—and why training, culture, and governance are critical to avoiding costly missteps.

6:54 – 7:38 – How Leading Dealers Are Approaching AI

Insights into what forward‑thinking dealers are doing differently, from establishing core processes to investing in education and change management to support long‑term AI adoption.

7:38 – 8:21 – Derek’s Advice for Dealers Looking Ahead

Derek offers guidance for dealers entering 2026, encouraging them to ease into AI thoughtfully, protect customer data, and leverage AI to improve inventory, CRM, and fraud prevention.

8:21 – 10:34 – AI as a Connected Ecosystem

Jade and Derek discuss how AI is increasingly embedded across tools and platforms, enabling end‑to‑end customer journeys and more efficient dealership operations.

10:34 – 11:08 – Closing Thoughts

Jade wraps up the episode with final reflections on responsible AI adoption and thanks Derek for joining, reinforcing the importance of education, partnership, and thoughtful execution as AI becomes table stakes.

Lindsay Llewellyn, Shannon Powell, and Terry Schramm from Autotrader and Kelley Blue Book join Jade Terreberry to share the top trends they’re hearing from dealers heading into 2026. They discuss tightening inventory, shifting buyer behavior, and why ROI, connected data, and AI‑powered insights matter more than ever. With all three preparing to support dealer conversations at NADA 2026, they also highlight the biggest watch outs—like chasing shiny new tools or relying on incomplete metrics—and explain how integrated systems, strong fundamentals, and a modern digital strategy can help dealers protect margins and make more confident decisions in the year ahead.

Guest Experts:
Lindsay Llewellyn
Client Success Manager
Autotrader and Kelley Blue Book

Shannon Powell
Client Success Specialist
Autotrader and Kelley Blue Book

Terry Schramm
Major Account Director of Sales
Autotrader and Kelley Blue Book

Top Takeaways:

1. Dealers are prioritizing trust, efficiency, and real ROI.  Across markets, dealers are demanding proof that technology makes their business easier—not more complex. They’re focused on integrated systems, clarity, and measurable return rather than promises or “silver bullet” solutions.
2. Inventory challenges remain the industry’s biggest pressure point.  Rising acquisition costs, tight margins, and a shortage of desirable vehicles are driving dealers to be more intentional about strategy, data, and spend. Strong fundamentals—pricing, merchandising, and process—are proving just as important as marketing.
3. NADA 2026 conversations will center on connected data and AI.  As the team prepares for meetings and dealer conversations in Vegas, they note that this year’s NADA energy is all about unified consumer profiles, integrated systems, and AI‑powered insights that help dealers make smarter, faster decisions.
4. Outdated metrics are holding dealers back.  Lead counts and last‑click attribution are no longer enough. Dealers that evaluate the full customer journey—and embrace weighted engagement and holistic metrics—are making better decisions and protecting margins.
5. The biggest distractions are “shiny objects” and incomplete data.  New tools and flashy tech can pull dealers off track. The guests emphasize that data quality, integration, and ongoing enablement matter far more than any standalone feature. Systems must talk to each other for ROI to be real.

Timestamps: 

0:00 – 1:31 – Introduction
Jade Terreberry opens the episode, introduces guests Lindsay Llewellyn, Shannon Powell, and Terry Schramm, and previews the discussion on dealer trends and what’s ahead going into NADA 2026.

1:31 – 4:18 – What the Team Is Excited About for 2026
Lindsay, Shannon, and Terry share what they’re looking forward to—from reconnecting with dealers at NADA to the growing impact of AI, connected data, and integrated technology across Cox Automotive.

4:18 – 10:13 – Top Trends Emerging in Dealer Conversations
The guests highlight what dealers are most concerned about: inventory shortages, cost pressures, efficiency demands, and the rising importance of measurable ROI in a more complex retail environment.

10:13 – 13:18 – Key Watch Outs for Dealers in 2026
They break down major risks—including relying on outdated metrics, ignoring the full customer journey, and overlooking fundamentals like pricing, merchandising, and process alignment.

13:18 – 17:49 – Shiny Objects & Common Distractions
The team addresses the “bright, shiny object” effect at NADA, cautioning dealers not to chase new tools without strong data, integration, and proven results behind them.

17:49 – 24:23 – Staying Focused with Data & Integration
They offer practical guidance on prioritizing first‑party data, choosing integrated systems, and avoiding decisions driven by incomplete or misleading metrics.

24:23 – 27:10 – Final Advice for Dealers Heading Into 2026
Each guest shares one top piece of advice—from leaning into digital retailing to acting early on inventory strategy to demanding technology that truly connects the ecosystem.

27:10 – 28:39 – Closing Thoughts
Jade wraps with a preview of NADA‑week content, encourages listeners to follow the team, and emphasizes the importance of data‑driven decision‑making in the year ahead.

Noah Lee, Director of Product Consulting at Cox Automotive, joins Jade Terreberry to unpack what true omnichannel retailing looks like in 2026 and why the gap between dealership “thrivers” and “strugglers” is widening fast. Noah shares what he’s hearing from thousands of dealers nationwide, the growing influence of AI‑shaped consumer expectations, and how tools like Deal Central and AMP are transforming close rates, efficiency, and customer satisfaction. He also dives into how integrated data across the Cox Automotive ecosystem creates a cradle‑to‑cradle ownership advantage—driving retention, personalization, and long‑term profitability for dealers who embrace this shift.

Guest Expert:
Noah Lee
Director of Product Consulting
Cox Automotive

Top Takeaways:

1. Most dealers think they’re omnichannel—but they’re really multichannel. Noah highlights that many dealers have the right tools but none of them talk to each other. The winners are the ones unifying their ecosystems to create one connected experience from click to close.
2. AI‑shaped consumer behavior is accelerating faster than dealer adoption. With 95% of shoppers expected to use AI in their buying journey, and only 37% of dealers believing AI matters, Noah warns of a widening experience gap that is already creating clear winners and losers.
3. Dealers drowning in tools are starving for integration. Frustrated stores often have plenty of technology, but none of it is connected. Thrivers, on the other hand, invest in training, transparency, process change, and aligning data flows across platforms.
4. Omnichannel success hinges on cradle‑to‑cradle ownership. Noah emphasizes that sales are just the starting line. By connecting data across Autotrader, KBB, Dealer.com, VinSolutions, and Xtime, dealers can increase lifetime value from ~$3,500 to upwards of $30,000 per customer.
5. The biggest unlock for 2026: treat digital retailing as your process—not a lead source. Sending every shopper into a DR workflow—online or in‑store—drives higher close rates, gross profit, and satisfaction. Noah calls this the “secret code to retailing in 2026.”

Timestamps: 

0:00 – 1:22 – Introduction

Jade welcomes listeners, introduces Noah Lee, and tees up the conversation on omnichannel strategy, AI adoption, and dealer trends for 2026.

1:22 – 2:42 – Omnichannel vs. Multichannel

Noah breaks down why many dealers believe they’re omnichannel—but are actually multichannel—with disconnected tools creating friction.

2:42 – 4:38 – Rising Consumer Expectations

Noah shares how 95% of shoppers now use AI in their buying journey and why the consumer–dealer perception gap is driving winners and losers.

4:38 – 7:32 – What Top Dealers Are Getting Right

Jade and Noah discuss strategies used by “thrivers,” including transparency, personalization, AI capabilities, and culture‑driven adoption.

7:32 – 10:16 – What’s Coming at NADA

Noah previews new AI‑powered capabilities in Deal Central and AMP, including Deal Intelligence and automated offers that improve close rates and efficiency.

10:16 – 14:44 – Dealer Sentiment & the Great Separation

Noah highlights the two camps emerging in retail—optimists and strugglers—and outlines the core priorities dealers must tackle to stay competitive.

14:44 – 17:52 – The Real Moat: Cradle‑to‑Cradle Ownership

They explore how connecting data across the Cox Automotive ecosystem boosts lifetime value and powers retention across sales and service.

17:52 – 20:02 – Noah’s #1 Piece of Advice

Noah urges dealers to stop treating digital retailing as a lead source and instead use it as their full sales process to drive higher close rates and satisfaction.

20:02 – 22:11 – Closing Thoughts

Jade wraps the episode, previews NADA, encourages listeners to subscribe, and ends with friendly banter about upcoming collaborations.

Micah Tindor joins Jade Terreberry to open the 2026 season with a deep dive into ROI as part of owning the R.O.A.D. and why it must replace gross as the primary success metric and how dealers can shift their strategies to compete in a more informed, margin‑tight market. From consumer affordability to trade‑in valuations and cultural transformation inside the dealership, they outlines the practices that will separate the winners from the rest in the coming year.

Guest Expert:
Micah Tindor
AVP of Consumer Vehicle Disposal
Kelley Blue Book ICO

Top Takeaways:

Gross is shrinking—and ROI must take center stage: Used car gross margins and F&I performance are declining, driven by consumer affordability challenges and the lowest confidence levels seen in years. Dealers must shift from “How much gross?” to “How much ROI per opportunity?”

High‑value customers and trades require lifecycle thinking: Leading dealers are using AI to analyze customer lifetime value and the total ROI potential of each trade, evaluating not just today’s front‑end profit but the multi‑transaction tail that follows.

Website leads aren’t a source—they’re an outcome: With 60–250 touchpoints in today’s shopping journeys, dealers must stop attributing website leads as origin points and instead measure the channels that drove shoppers there.

Trade‑in valuations demand transparency and data: Consumers arrive with 2–6 competing offers. Winning dealers justify their number with market data, perform sight‑unseen appraisals, and train teams on transparent talk tracks that shift emotion to logic.

Culture—not tools—is the real competitive advantage: Dealers who train their teams on new processes, embrace discomfort, and use data to inform every decision will gain market share—even in a tightening economy.

Timestamps:

0:00 – 3:22 — Welcome & 2026 Kickoff
Jade introduces Micah and sets the stage with the year’s guiding acronym: ROAD (ROI, Omnichannel, AI, Data).

3:22 – 6:48 — Why Gross Is No Longer Enough
Micah explains declining margins, consumer sentiment data, and why ROI matters more than ever.

6:48 – 8:14 — From Gross to ROI: What Dealers Are Changing
Dealers begin segmenting consumers by lifetime value and adjusting strategy accordingly.

8:14 – 11:04 — Understanding Full‑Journey ROI
Jade explains why website leads aren’t sources and why weighted engagement across 60+ touchpoints is essential.

11:04 – 14:46 — The New Trade‑In Reality
Micah breaks down shifting valuation expectations, consumer behavior, and how dealers must compete with new‑format retailers.

14:46 – 16:30 — Using Data to Build Trust and Close Gaps
Dealers use competitive set data and transparent conversations to justify their trade numbers.

16:30 – 19:45 — Training Teams for a New Era
Micah outlines the three cultural changes winning dealers are making in trade‑in and appraisal conversations.

19:45 – 22:03 — The Talk Track Every Dealer Should Adopt
Micah shares the simple market‑based script that removes emotion and builds trust.

22:03 – 23:33 — Final Advice & Closing Remarks
Micah encourages dealers to embrace discomfort, take risks, and use real data to guide decisions in 2026.

Jade Terreberry, Senior Director of Strategic Planning at Cox Automotive, hosts a special new year episode to break down the R.O.A.D. framework—ROI, Omnichannel, Adoption of AI, and Data-driven decision-making—for dealers and OEMs in 2026. Jade explains how focusing on measurable ROI, seamless omnichannel experiences, and embracing AI-powered tools can drive efficiency, personalization, and profitability. She highlights the importance of leveraging real-time data to optimize marketing, operations, and customer engagement, setting the stage for dealers to win in a competitive market this year.

Guest Expert:
Jade Terreberry
Senior Director of Strategic Planning
Cox Automotive

Top Takeaways:

1. ROI is the metric that matters: Jade urges dealers to shift focus from lead volume to maximizing lead value, using multi-touch attribution and identity resolution to understand which marketing dollars truly drive sales.
2. Omnichannel excellence is essential: Success in 2026 requires seamless integration across all customer touchpoints—website, showroom, social, and third-party platforms—to deliver consistent, personalized experiences.
3. AI adoption drives efficiency and profitability: Embracing AI-powered tools for inventory management, pricing, and customer engagement leads to higher conversion rates and improved operational effectiveness.
4. Data-based decision-making wins market share: Dealers who use real-time data to personalize communications and optimize every part of their business are best positioned to build lasting customer relationships and increase lifetime value.
5. Plan your work and work your plan: Jade emphasizes that dealers who measure, adapt, and invest in these strategies will thrive in a competitive, margin-sensitive market.

Timestamps: 

0:00 – 1:10 – Introduction

Jade Terreberry welcomes listeners, introduces the “For the Road Forward” podcast, and previews the episode’s focus on key strategies for dealers and OEMs in 2026.

1:10 – 2:30 – The ROAD Framework for 2026

Jade unveils the ROAD acronym—ROI, Omnichannel, Adoption of AI, and Data-based decision-making—and explains why these pillars are critical for success in the year ahead.

2:30 – 4:00 – ROI: Shifting from Lead Volume to Lead Value

Jade discusses the importance of prioritizing return on investment, using multi-touch attribution and identity resolution to maximize marketing effectiveness.

4:00 – 5:30 – Omnichannel Excellence

Jade emphasizes the need for seamless integration across all customer touchpoints, highlighting how omnichannel strategies drive engagement and loyalty.

5:30 – 7:00 – Adoption and Application of AI

Jade shares how embracing AI-powered tools can improve efficiency, personalization, and conversion rates, and encourages dealers to champion AI within their organizations.

7:00 – 8:30 – Data-Based Decision-Making

Jade explains how leveraging real-time data enables dealers to personalize communications, optimize operations, and build lasting customer relationships.

8:30 – 9:13 – Closing Thoughts and Next Steps

Jade wraps up the episode, encourages listeners to subscribe for future insights, and previews upcoming topics for the new year.

Eric DeMont, Vice President at Urban Science, joins Jade Terreberry to unpack how data is transforming automotive retail. Eric shares Urban Science’s journey from supporting OEMs to empowering dealers with real-time insights, and highlights the importance of ROI, omnichannel experiences, and AI adoption. He explains how harmonized data and actionable metrics are driving smarter decisions, improved lead conversion, and greater profitability for dealers and manufacturers. Eric also emphasizes that investing in people remains key to success in today’s rapidly evolving industry.

Guest Expert:
Eric DeMont
Vice President
Urban Science

Top Takeaways:

1. Dealers must embrace change and prioritize ROI. Eric emphasizes that success in today’s automotive retail requires a commitment to change and a focus on ROI as the key metric for decision-making.
2. Omnichannel experiences are essential. Delivering a seamless customer journey—online, in-store, and everywhere in between—is critical for meeting modern consumer expectations and driving performance.
3. AI and data-driven insights boost profitability. Integrating AI and harmonized data helps dealers work smarter, improve lead conversion, and uncover new opportunities for efficiency and growth.
4. Visibility into lead defection is a game changer. Urban Science’s real-time metrics reveal not just close rates, but also lead defection, empowering dealers to optimize processes and retain more customers.
5. Investing in people drives long-term success. Eric’s advice for 2026: upskill teams and foster a culture of innovation, because automotive retail remains a people business at its core.

Timestamps: 

0:00 – 1:00 – Introduction

Jade Terreberry introduces the episode and guest Eric DeMont, Vice President at Urban Science, and previews the discussion on data-driven strategies in automotive retail.

1:00 – 3:12 – Urban Science’s Evolution

Eric shares Urban Science’s journey from supporting OEMs to working directly with dealers, leveraging real-time sales data and actionable insights.

3:12 – 5:56 – Challenges and Change in Automotive Retail

Eric discusses the biggest challenges facing dealers and manufacturers, emphasizing the importance of embracing change and fostering a culture of innovation.

6:12 – 9:25 – The “ROAD” Framework for 2026

Jade and Eric break down the ROAD framework: ROI as the metric that matters, omnichannel experiences, AI adoption, and database-driven decision making.

9:25 – 12:42 – AI and Data-Driven Decision Making

Eric explains how harmonized data and AI integration are driving smarter decisions, improved lead conversion, and greater profitability.

12:54 – 15:44 – Lead Conversion, Defection, and Process Optimization

Eric reveals how Urban Science’s metrics provide visibility into lead defection and close rates, helping dealers optimize processes and retain more customers.

16:50 – 18:21 – Investing in People

Eric shares his top advice for 2026: invest in people, upskill teams, and build trust, as automotive retail remains a people business.

18:23 – 19:48 – Closing Thoughts

Jade wraps up the episode, encourages listeners to connect with Eric, and previews upcoming conversations with industry leaders.

Tessa Nadik, AVP of Product Management at Cox Automotive, joins Jade Terreberry to clarify the real impact of AI in automotive retail. Tessa explains what AI is—and isn’t—for dealers, highlighting how it streamlines workflows, enhances consumer experiences, and accelerates shifts in buyer behavior. She shares practical advice on building a strong data foundation, evaluating AI tools for true ROI, and why starting now is key to gaining a competitive edge. Tessa also introduces a six-step roadmap for AI success and emphasizes that progress, not perfection, will drive results for dealers and OEMs in 2026.

Guest Expert:
Tessa Nadik
AVP of Product Management
Cox Automotive

Top Takeaways:

1. AI is a tool for removing friction, not a magic wand. Tessa emphasizes that AI’s real value lies in streamlining workflows and enhancing consumer experiences, rather than replacing people or solving every problem instantly.
2. Clean, structured data is essential for AI success. Dealers must prioritize accurate, consistent, and up-to-date data—especially inventory and business details—to unlock the full potential of AI-driven strategies.
3. Consumer behavior is shifting, but marketplaces and dealer websites remain critical. While shoppers increasingly use AI-powered tools for research, most still rely on trusted marketplaces and dealer sites to complete their journeys.
4. Evaluate AI solutions for real ROI and integration. Tessa advises dealers to focus on tools that solve genuine operational challenges, integrate smoothly into workflows, and get smarter with data—rather than chasing every new tech trend.
5. Progress beats perfection—start now. The dealers and OEMs who begin building momentum with AI today will gain a competitive edge in 2026. Tessa’s advice: don’t wait for perfect, just get started and learn as you go.

Timestamps: 

0:00 – 1:14 – Introduction

Jade Terreberry welcomes listeners, introduces Tessa Nadik, AVP of Product Management at Cox Automotive, and previews the discussion on AI’s role in automotive retail.

1:14 – 4:35 – What AI Is—and Isn’t

Tessa explains the fundamentals of AI, dispels common myths, and clarifies that AI is a tool for removing friction, not a replacement for people.

4:35 – 8:10 – Shifts in Consumer Behavior

The conversation explores how AI is accelerating changes in the car shopper journey, collapsing the research phase, and increasing the importance of digital touchpoints.

8:10 – 12:46 – Evaluating AI Tools and Measuring Success

Tessa shares practical advice for dealers on how to assess AI solutions, prioritize real ROI, and focus on metrics like time saved and visibility rather than vanity metrics.

12:46 – 16:58 – The Six-Step Roadmap for AI Success

Jade and Tessa discuss the critical first steps for dealers, including cleaning up data foundations and identifying operational challenges, and why now is the window of opportunity for early advantage.

16:58 – 20:17 – Optimizing for Visibility and Authority

Tessa offers actionable tips for dealers to improve their digital presence, leverage structured data, and ensure consistency across platforms for better AI-driven results.

20:17 – 21:50 – Final Advice: Progress Over Perfection

Tessa encourages dealers to start building momentum with AI now, focus on solving real problems, and partner with experts to drive results in 2026.

21:50 – 23:28 – Closing Thoughts

Jade wraps up the episode, thanks Tessa, and invites listeners to subscribe for future insights and industry updates.

Guest Expert:
Yuriy Demidko
Chief Information Officer
Fox Motors

Guest Expert: Yuriy Demidko, Chief Information Officer at Fox Motors, joins Jade Terreberry to demystify how AI and Customer Data Platforms (CDPs) are transforming automotive retail. Yuriy explains Fox Motors’ approach to multi-touch attribution, the importance of clean, enriched data, and how CDPs drive personalized engagement and operational efficiency. He shares real-world examples of AI improving lead response and customer experience, and offers practical advice for dealers on adopting new technology and preparing for the future.

Top Takeaways:

1. Multi-touch attribution reveals the real buyer journey: Yuriy emphasizes that tracking every touchpoint—not just first or last click—helps dealers allocate marketing spend more effectively and avoid emotional decision-making.
2. Clean, enriched data is essential for success: Fox Motors leverages CDPs to maintain data hygiene, deduplicate records, and build accurate customer profiles, enabling smarter personalization and operational efficiency.
3. AI drives measurable improvements in engagement: By using AI to respond to internet leads after hours and analyze customer reviews, Fox Motors boosts customer satisfaction and uncovers new sales opportunities.
4. Adoption starts with tackling micro friction points: Yuriy advises dealers to focus on solving specific operational challenges rather than overhauling entire processes, and to champion change with passionate leadership.
5. Dealers must experiment and adapt to stay competitive: The key to future success is embracing technology, cleaning up data, and being willing to try, fail, and iterate—waiting risks falling irrecoverably behind.

Timestamps: 

0:00 – 1:42 – Introduction

Jade Terreberry welcomes listeners and introduces guest Yuriy Demidko, Chief Information Officer at Fox Motors, previewing the discussion on AI, CDPs, and attribution in automotive retail.

1:42 – 5:59 – Multi-Touch Attribution & Weighted Engagement

Yuriy explains Fox Motors’ approach to multi-touch attribution, the importance of tracking all consumer touchpoints, and how weighted engagement formulas guide smarter marketing spend.

5:59 – 9:14 – Data Hygiene & Customer Data Platforms

Discussion shifts to the role of CDPs in maintaining clean, enriched data, building accurate customer profiles, and unlocking new revenue opportunities through personalization.

9:14 – 16:32 – AI in Dealership Operations

Yuriy shares real-world examples of AI improving lead response after hours, analyzing customer reviews for actionable insights, and driving measurable improvements in customer experience and finance sales.

16:32 – 20:36 – Technology Adoption & Change Management

Yuriy offers advice on driving operational change, emphasizing the importance of tackling micro friction points, championing new technology, and building buy-in across the organization.

20:36 – 22:16 – Preparing for the Future

Final thoughts from Yuriy on the need for clean data, willingness to experiment, and embracing technology to stay competitive in 2026 and beyond.

22:16 – 24:09 – Closing Remarks

Jade wraps up the episode, encourages listeners to connect with Yuriy, and previews upcoming content for the podcast.

Guest Expert:
Amy Anderson
Senior Director, Market & Consumer Research
Cox Automotive

Guest Expert: Amy Anderson, Senior Director of Market & Consumer Research at Cox Automotive, joins Jade Terreberry to share powerful insights from the latest AI Readiness Study. Amy reveals how leading dealers are turning AI into real business results—boosting efficiency, customer engagement, and profitability—while overcoming challenges like trust, data quality, and training. Her advice: start small, build a clear plan, and measure progress. Dealers who take action now are gaining a competitive edge and unlocking the true potential of AI in automotive retail.

Top Takeaways:

1. AI is moving from buzzword to business driver: 81% of dealers say AI is here to stay, and 63% see investing in it as essential for long-term success. The momentum is real—and those who lean in are already seeing results.
2. Overcoming barriers unlocks opportunity: Dealers are tackling challenges like trust, data reliability, and training. By investing in education and improving data quality, they’re building confidence and setting the stage for smarter operations.
3. Success starts with a plan—and small wins: The most successful dealers don’t wait for perfection. They start with focused pilots, measure outcomes, and iterate—leading to greater efficiency, profitability, and a competitive edge.
4. Tailored AI solutions deliver real impact: From personalized marketing to predictive pricing, dealers who apply AI to their unique needs are seeing the biggest gains in revenue and customer engagement.
5. Implementation is easier than you think: 81% of dealers who’ve adopted AI found it simpler than expected. The key? Take action, solve one real business problem at a time, and watch your dealership transform.

Timestamps: 

0:00 – 1:30 – Introduction & Why AI Readiness Matters

Jade Terreberry introduces the episode and guest Amy Anderson, and previews the discussion on the importance of AI for dealers.

1:30 – 2:30 – Dealer Attitudes Toward AI

Amy shares key stats from the AI Readiness Study, showing strong dealer confidence and commitment to AI adoption.

2:30 – 4:04 – Barriers to Adoption

Jade and Amy discuss the biggest challenges dealers face—trust, data reliability, and training—and strategies to overcome them.

4:04 – 5:38 – What Sets Successful Dealers Apart

Amy explains how having a formal plan, starting small, and iterating leads to stronger performance and measurable benefits.

5:38 – 7:29 – Practical Applications & Impact

The conversation highlights where AI is making the most difference, including marketing, pricing, and predictive outreach.

7:29 – 8:20 – Overcoming Hesitation & Entry Barriers

Jade and Amy address common misconceptions about AI implementation and encourage dealers to take the first step.

8:20 – 10:20 – Implementation Insights & Dealer Experiences

Amy reveals that most dealers found AI adoption easier than expected, emphasizing the value of solving real business problems.

10:20 – 11:10 – Closing Thoughts & Call to Action

Jade wraps up the episode, encourages listeners to explore the full AI Readiness Study, and thanks Amy for her insights.

Guest Experts:
Elizabeth Stegall
Senior Director of Client Retention
Autotrader, Kelley Blue Book and ICO

Bethany Johnson
Strategic Planning Director
vAuto

Guest Experts: Elizabeth Stegall, Senior Director of Client Retention for Autotrader, Kelley Blue Book, and ICO, and Bethany Johnson, Strategic Planning Director at vAuto, join Jade Terreberry to break down essential strategies for dealers and OEMs to thrive in 2026, focusing on the acronym R.O.A.D.: ROI Focus, Omnichannel Everything, Application and Adoption of AI, and Database Decision Making. Together, they share straightforward ways for dealers to move beyond outdated metrics, simplify inventory management, and harness AI and data in everyday operations. Their advice empowers automotive leaders to connect with customers, run a smoother business, and stay ahead of the competition in the year to come.

Top Takeaways:

1. ROI and real sales matter more than old metrics: Elizabeth and Bethany urge dealers to move beyond lead counts and last-click attribution, focusing instead on actual sales and meaningful customer outcomes.
2. Omnichannel strategies drive engagement and loyalty: Delivering a seamless experience—online and in-store—is now essential. Dealers who connect with shoppers across all channels see higher engagement, better retention, and increased sales.
3. AI and real-time data are transforming operations: Adopting AI-powered tools and leveraging up-to-date data helps dealers optimize inventory, marketing, and customer interactions for greater efficiency and profitability.
4. Inventory acquisition requires discipline and diversification: Bethany highlights the importance of using all seven acquisition channels and continually refining strategies to ensure the right vehicles are available to meet demand.
5. Dealership websites are the new walk-in: Jade’s advice: treat your website as a primary sales channel in your CRM. Understanding where customers originate—virtual or physical—helps dealers capture more opportunities and adapt to changing shopper behavior.

Timestamps: 
0:00 – 0:49 – Introduction

Jade Terreberry welcomes listeners, introduces Elizabeth Stegall and Bethany Johnson, and previews the episode’s focus on automotive trends and strategies for dealers and OEMs.

0:49 – 2:16 – Setting the Stage: R.O.A.D. for 2026

Jade introduces the R.O.A.D. acronym—ROI Focus, Omnichannel Everything, Application and Adoption of AI, and Database Decision Making—as the framework for thriving in the year ahead.

2:16 – 5:40 – R: ROI Focus & Evolving Metrics

Elizabeth discusses the shift away from outdated metrics, the importance of understanding the full consumer journey, and how new attribution models help dealers measure what truly drives sales.

5:40 – 11:10 – O: Omnichannel Everything

Bethany and Elizabeth explore omnichannel strategies, emphasizing seamless connectivity between online and in-store experiences, and the impact on inventory management and customer engagement.

11:10 – 16:17 – A: Application and Adoption of AI

Elizabeth and Bethany share practical advice for adopting AI, leveraging trusted partners, and using real-time data to improve efficiency, personalization, and profitability.

16:17 – 18:26 – D: Database Decision Making

The conversation turns to using data as a daily operating tool, with insights on how real-time, high-quality data enables smarter decisions and drives long-term success.

18:26 – 20:22 – Top Advice for Dealers in 2026

Jade asks Elizabeth and Bethany for their one big piece of advice. Bethany highlights disciplined inventory acquisition across all channels, while Elizabeth stresses efficiency and focusing on the metrics that matter. Jade adds the importance of treating dealership websites as key sales channels.

20:22 – 21:55 – Closing Thoughts

Jade wraps up the episode, previews future topics, and encourages listeners to subscribe for more insights on navigating the road ahead in automotive retail.